SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? So as Lauren sort of alluded to, we started by focusing on SMB’s. Today we’ll be talking about five ways to effectively move up market.

Underperforming Technical Team 218

Underperforming Technical Team Sales Hiring SMB Enterprise 218

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

SaaStr

JULY 1, 2020

She manages a huge global team. It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? Sam will have a lot of interesting perspectives on how he manages his team through these times. Four, people in the sale? Jason Lemkin: None.

Merchant Services 259

Merchant Services Scale Sales Recruiting Sales 259

How To Buy Saas

FEBRUARY 25, 2025

Effective sales teams are also 81% more likely to be consistent CRM users , underscoring how vital these systems are for success. By the end of this guide, youll have a clear understanding of each platforms strengths, weaknesses, and ideal use cases. Rapid SMB adoption with 200K+ customers. Lets dive in!

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

SaaStr

DECEMBER 1, 2023

We’re still learning what world we’re in — some people interview over Zoom, some are focused on how to build teams in the current age, and many are dealing with a weird overhang from the SaaS explosion of 2021, quiet quitting, layoffs, and team turnover. The last thing a VP of Sales wants to do is start without a team.

Sales Hiring 157

Sales Hiring Sales Recruiting Sales Interviewing 157

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them. Short on time?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. Also: What are the top performers in my current team doing? This is a team effort.

Sales Hiring 124

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 124

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Baremetrics

NOVEMBER 9, 2021

Develop a Full Marketing Strategy 2. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. High churn is understandable for newer startups, but it does indicate that a tool may be a poor market fit, have limited demand, or struggle to compete against similar products.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. We recently sat down with Maggie to chat about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. Look for the team players.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

FastSpring

JANUARY 27, 2022

This score then determines how we’ll manage the relationship through onboarding and customer success, including whether they need further education on the benefits of marketing attribution or more advanced advice on how else our product can bring operational and strategic improvements across their business.”.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

ChurnZero

JUNE 11, 2021

Customer health scores give Customer Success teams a deep understanding of a customer’s health and are a leading indicator that there may be an issue with an account or customer. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

Point Nine Land

JUNE 18, 2023

You can also see right away that, for instance, month 5 was an unusually bad month for the April 2020 cohort. a churn or retention rate you’d be happy with), red for “bad” values, yellow for “OK”, and gradients for values in between. How can different teams use cohort analysis to make better decisions?

SaaS Payments 128

SaaS Payments Payment Services SaaS Payments 128

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. We educated them on key functionality and attempted to get them to book a call with a member of our team.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

SaaStr

SEPTEMBER 13, 2020

374: ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. If you think of this from a market size standpoint, there’s often this debate, is that good or bad?

Sales Hiring 232

Sales Hiring Scale Payments Cloud 232

Totango

JULY 8, 2021

To move away from this pattern, we suggest organizations put in place an early customer warning system that enables their customer success team focus on proactive customer retention. We find this solution works best for teams operating in a high- to medium-touch engagement model. How to Build An Early Customer Warning System.

Systems Review 66

Systems Review Underperforming Technical Team Payment Features Churn 66

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

CustomerSuccessBox

OCTOBER 5, 2021

Know your North Star KPI Setting up CS team as per those KPI Choose the right CS tool Track, Measure, Improve and build collaborative teams. Onboarding stage- it makes sense to identify how many people churned out. If you’ve customers churning out at the onboarding stage itself, you know what is the issue that needs to be fixed.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

Chart Mogul

SEPTEMBER 15, 2023

We trust leaders to make decisions on what tools they need to get the most out of their teams. Guide to SaaS Revenue Recognition and Deferred Revenue in SaaS by Ben Murray, The SaaS CFO SaaS revenue recognition is an ongoing priority for SaaS accounting teams. This post describes my recommendations for SaaS board meetings.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

User Pilot

FEBRUARY 28, 2023

Or, is there a more appropriate in-app onboarding software available that would better suit your requirements? WalkMe is another tool for no-code growth that is better suited for employee onboarding. Which tool, UserGuiding or WalkMe, is more suitable for achieving no-code growth?

Software Review 52

Software Review Technical Review Onboarding Outsourced Development 52

User Pilot

FEBRUARY 21, 2023

Or is there another in-app onboarding software that is superior than the two? Nonetheless, Pendo is limited in terms of onboarding elements. It doesn’t have much room for customization without coding and you can’t customize onboarding elements to match your native theme.

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

User Pilot

FEBRUARY 21, 2023

Or is there another in-app onboarding software that is superior than the two? Appcues is a no-code onboarding tool that allows you to publish in-app onboarding tours , announcements , and launch surveys. Nevertheless, Spekit focuses on employee onboarding rather than user onboarding.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

ChurnZero

JANUARY 4, 2019

the stuff that Customer Success teams are really meant to do). One customer success trend I’m seeing is the need to develop more repeatable customer education programs. The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

Upscope

JANUARY 4, 2021

What's even more interesting is how bots are starting to integrate with on-page onboarding and guidance systems to show the customer how to do something. Intercom developed one of those typical guidance systems you see when you sign up to a new website. You could ask them to book a demo with your sales team and some people prefer that.

Software Review 52

Software Review Systems Review Technical Review Scale 52

The Marketing & Growth Hacking Publication

APRIL 8, 2019

Internal Team: Hire your own Sales Development Rep (SDR) team that is 100% dedicated to outbound prospecting. Pros: No one will know your “stuff” better than internal people, it’s the best long-term solution for most companies, and begins your sales Farm Team. You build a team of four Outbound SDRs.

Outsourcing Services 40

Outsourcing Services Outsourced Development Sales Hiring Sales Recruiting 40

SaaStr

AUGUST 19, 2022

And also on the side, doing a strategy of pure, just changing our ICP and fully picking it and making it super narrow and super focused, and having 25% of the team doing that. And 75% of the team continuing business as usual. No one has an engineering team with the time to build anything. Jason Lemkin: Yep. Kunal Sharma: Yeah.

Scale 272

Scale Sales Hiring Scaling VP of Engineering 272

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. Onboarding, but make it remote. In fact, in some form or another, he’s been working in sales for most of his career. Iterate, iterate, iterate.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Hacker

OCTOBER 7, 2021

Never believe that doubting yourself is a bad thing. That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Invest in your development internally and externally. Joyce Johnson.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

AUGUST 15, 2020

Nick Mehta: Power of the developer, or the API economy, both of you play very much in both those trends. How do you help your team make that link to value? We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. Nick Mehta: Yeah.

Payment Methods 268

Payment Methods Merchant Services Scale Payments 268

User Pilot

FEBRUARY 12, 2025

This guide breaks down a simple, step-by-step RCA process designed for SaaS teams. So if you find that most of the drop comes from the new user retention rate , you now know the problem might come from the primary onboarding process. software development) to identify causal factors of a specific problem.

Technical Review 59

Technical Review Software Review Churn SaaS 59

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. 8 steps to develop a winning sales strategy. But that threshold exists.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

SaaStr

JULY 30, 2020

How do the best onboard their sales reps? How can sales calls be used for new rep onboarding? What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? We only have an engineering team.” Lots of learnings.

Part-Time VPE 283

Part-Time VPE Sales Recruiting Scale Sales Hiring 283

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It helps me and the team be so much more productive. It was the most seamless onboarding experience – everything in my inbox synced within minutes.

Outsourcing Services 117

Outsourcing Services Scale Outsourced Development AWS 117

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. What does Travis advise founders when it comes to uniting customer facing teams? * And even just that shift drove a lot of behavior change both with customers and internally with the teams.

Underperforming Technical Team 199

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 199

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? How does this change when selling to SMBs vs enterprise? * I met my wife in sales boot camp.

Scale 247

Scale Sales Hiring Sales Recruiting Sales 247

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. And most of the people, the team was about 30 people, 15 of them had been there for four years or more.

Scale 208

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 208

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? * Missed the session?

Scale 142

Scale SaaS Payments SMB Sales Hiring 142